Question 1

As a business consultant,the salesperson gives advice and service to the customer.

Accepted Answer

A) True 
 B)False

Question 2

Customers fall into one of three groups.They are:

Accepted Answer

A)  individuals, households, and other businesses. 
B)  stakeholders, governments, and nonprofit groups. 
C)  households, firms, and governments. 
D)  retailers, wholesalers, and consumers. 
E)  governments, stakeholders, and manufacturers. 
A)  individuals, households, and other businesses. 
B)  stakeholders, governments, and nonprofit groups. 
C)  households, firms, and governments. 
D)  retailers, wholesalers, and consumers. 
E)  governments, stakeholders, and manufacturers.

Question 3

When Ford Motor Company pays to use nonpersonal communication to present information to potential buyers,it is using which promotional activity?

Accepted Answer

A)  Multilevel marketing 
B)  Personal selling 
C)  Publicity 
D)  Direct selling 
E)  Advertising 
A)  Multilevel marketing 
B)  Personal selling 
C)  Publicity 
D)  Direct selling 
E)  Advertising

Question 4

Through use of ________,marketers can determine the customers with whom they wish to build a partnering relationship.

Accepted Answer

A)  the principle of unbundling 
B)  benefit maximization 
C)  the 80/20 principle 
D)  value-driven marketing 
E)  the iceberg principle 
A)  the principle of unbundling 
B)  benefit maximization 
C)  the 80/20 principle 
D)  value-driven marketing 
E)  the iceberg principle

Question 5

The typical salesperson sells either goods or services,but not both.

Accepted Answer

A) True 
 B)False

Question 6

One of the fundamental beliefs of the marketing concept is that all company planning and operations should be customer oriented.

Accepted Answer

A) True 
 B)False

Question 7

The main function of personal selling is to build relationships with customers.

Accepted Answer

A) True 
 B)False

Question 8

_____ is the activity,set of institutions,and processes for creating,communicating,delivering,and exchanging offerings that have value for customers,clients,partners,and society at large.

Accepted Answer

A)  Consumerism 
B)  Profit maximization 
C)  Marketing 
D)  Salesmanship 
E)  Professional selling 
A)  Consumerism 
B)  Profit maximization 
C)  Marketing 
D)  Salesmanship 
E)  Professional selling

Question 9

Which of the following links customers and organizations?

Accepted Answer

A)  Marketing group 
B)  Top management 
C)  Production department 
D)  Human resources department 
E)  Staff-level employees 
A)  Marketing group 
B)  Top management 
C)  Production department 
D)  Human resources department 
E)  Staff-level employees

Question 10

Which of the following statements about personal selling is true?

Accepted Answer

A)  It falls under the marketing mix category of promotion. 
B)  It is the primary tool of non-personal communication. 
C)  It involves giving free samples and coupons to potential buyers. 
D)  It is the communication of information that is not paid for by the firm. 
E)  It is divided into consumer and trade personal selling. 
A)  It falls under the marketing mix category of promotion. 
B)  It is the primary tool of non-personal communication. 
C)  It involves giving free samples and coupons to potential buyers. 
D)  It is the communication of information that is not paid for by the firm. 
E)  It is divided into consumer and trade personal selling.

Question 11

In most cases,which of the following receives the highest percentage of a firm's promotional budget?

Accepted Answer

A)  Commercials 
B)  Sales force 
C)  Human resources 
D)  Public relations 
E)  Print advertising 
A)  Commercials 
B)  Sales force 
C)  Human resources 
D)  Public relations 
E)  Print advertising

Question 12

Which type of selling would most likely be used when a firm sells low-priced products to customers who are geographically dispersed?

Accepted Answer

A)  Benefit selling 
B)  Relationship selling 
C)  Partnering 
D)  Team-based 
E)  Transaction selling 
A)  Benefit selling 
B)  Relationship selling 
C)  Partnering 
D)  Team-based 
E)  Transaction selling

Question 13

A sales representative in the 1940s would most likely receive training from an employer on which of the following topics?

Accepted Answer

A)  Customer service 
B)  Product features 
C)  Market analysis 
D)  Sales presentations 
E)  Promotional techniques 
A)  Customer service 
B)  Product features 
C)  Market analysis 
D)  Sales presentations 
E)  Promotional techniques

Question 14

Why is it important for firms to build partnerships with customers? How does each party benefit?

Accepted Answer

The ultimate outcome of relationship mar

Question 15

Marketing helps generate sales by providing the quality of service customers expect.

Accepted Answer

A) True 
 B)False

Question 16

The difference between the selling and marketing concepts is that in selling the emphasis is on customers' wants.

Accepted Answer

A) True 
 B)False

Question 17

As a long-term ally,the consultative salesperson:

Accepted Answer

A)  analyzes and develops diversification strategies for customers. 
B)  coordinates information and resources for customer support activities. 
C)  asks customers for confidential data before making purchase recommendations. 
D)  recommends promotion techniques for the customer that will benefit both parties. 
E)  helps customers carry out fact-finding missions within the customer's company. 
A)  analyzes and develops diversification strategies for customers. 
B)  coordinates information and resources for customer support activities. 
C)  asks customers for confidential data before making purchase recommendations. 
D)  recommends promotion techniques for the customer that will benefit both parties. 
E)  helps customers carry out fact-finding missions within the customer's company.

Question 18

Which of the following statements is most likely true?

Accepted Answer

A)  Products are tangible but not intangible. 
B)  Products contain many value-added features. 
C)  Salespeople sell goods and services but not products. 
D)  Product is a term that refers to both goods and services. 
E)  Three general types of products exist: consumer, industrial, and global. 
A)  Products are tangible but not intangible. 
B)  Products contain many value-added features. 
C)  Salespeople sell goods and services but not products. 
D)  Product is a term that refers to both goods and services. 
E)  Three general types of products exist: consumer, industrial, and global.

Question 19

A company practicing the marketing concept bends consumer demand to fit the company's supply.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following statements about transactions and exchanges is most likely true?

Accepted Answer

A)  Service-oriented businesses have exchanges but no transactions. 
B)  Marketing-oriented businesses have transactions but no exchanges. 
C)  The completion of an exchange is unrelated to the occurrence of a transaction. 
D)  Once a transaction has occurred, the exchange is complete. 
E)  The terms "transaction" and "exchange" can be used as synonyms. 
A)  Service-oriented businesses have exchanges but no transactions. 
B)  Marketing-oriented businesses have transactions but no exchanges. 
C)  The completion of an exchange is unrelated to the occurrence of a transaction. 
D)  Once a transaction has occurred, the exchange is complete. 
E)  The terms "transaction" and "exchange" can be used as synonyms.

As a business consultant,the salesperson gives advice and service to the customer.

Customers fall into one of three groups.They are:

When Ford Motor Company pays to use nonpersonal communication to present information to potential buyers,it is using which promotional activity?

Through use of ________,marketers can determine the customers with whom they wish to build a partnering relationship.

The typical salesperson sells either goods or services,but not both.

One of the fundamental beliefs of the marketing concept is that all company planning and operations should be customer oriented.

The main function of personal selling is to build relationships with customers.

_____ is the activity,set of institutions,and processes for creating,communicating,delivering,and exchanging offerings that have value for customers,clients,partners,and society at large.

Which of the following links customers and organizations?

Which of the following statements about personal selling is true?

In most cases,which of the following receives the highest percentage of a firm's promotional budget?

Which type of selling would most likely be used when a firm sells low-priced products to customers who are geographically dispersed?

A sales representative in the 1940s would most likely receive training from an employer on which of the following topics?

Why is it important for firms to build partnerships with customers? How does each party benefit?

Marketing helps generate sales by providing the quality of service customers expect.

The difference between the selling and marketing concepts is that in selling the emphasis is on customers' wants.

As a long-term ally,the consultative salesperson:

Which of the following statements is most likely true?

A company practicing the marketing concept bends consumer demand to fit the company's supply.

Which of the following statements about transactions and exchanges is most likely true?

The Life, Times, and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 2: Relationship Marketing: Where Personal Selling Fits

As a business consultant,the salesperson gives advice and service to the customer.

Customers fall into one of three groups.They are:

When Ford Motor Company pays to use nonpersonal communication to present information to potential buyers,it is using which promotional activity?

Through use of ________,marketers can determine the customers with whom they wish to build a partnering relationship.

The typical salesperson sells either goods or services,but not both.

One of the fundamental beliefs of the marketing concept is that all company planning and operations should be customer oriented.

The main function of personal selling is to build relationships with customers.

_____ is the activity,set of institutions,and processes for creating,communicating,delivering,and exchanging offerings that have value for customers,clients,partners,and society at large.

Which of the following links customers and organizations?

Which of the following statements about personal selling is true?

In most cases,which of the following receives the highest percentage of a firm's promotional budget?

Which type of selling would most likely be used when a firm sells low-priced products to customers who are geographically dispersed?

A sales representative in the 1940s would most likely receive training from an employer on which of the following topics?

Why is it important for firms to build partnerships with customers? How does each party benefit?

Marketing helps generate sales by providing the quality of service customers expect.

The difference between the selling and marketing concepts is that in selling the emphasis is on customers' wants.

As a long-term ally,the consultative salesperson:

Which of the following statements is most likely true?

A company practicing the marketing concept bends consumer demand to fit the company's supply.

Which of the following statements about transactions and exchanges is most likely true?

The Life, Times, and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters